Santa in every Salesperson

All good salespersons on earth are like Santa Claus, good, smiling and always ready to give!

 

Salespersons should always have the goodness of a Santa Claus in them. We cannot nurse a vengeance against anyone. Our bag is always full of goodies for those who wish to become our customers. This and many more qualities of Santa Claus makes a good salesperson.

We very strongly believe that there is a Santa Claus in every good Salesperson on Earth. Let me cite the 10 reasons in support of my claim above on behalf of good salespersons on Earth :

1. Always smiling and ready to serve.

2. Do not nurse a vengeance against customers even if the latter is wrong.

3. Always has a goody bag for good customers. The gifts come with a "No Conditions Apply!"

4. Create a positive aura wherever they go.

5. Harbinger of "good and happy times to come"

6. Like the 7 reindeers of Santa Claus, a Salesperson has 5 reindeer like thoughts for maintaining best customer relationships - SWITS - Sorry, Wish, Inform, Thanks, Share

7. Never dupes or cheats with any customer.

8. There are always at least 10 good people who are ready to vouch for a good salesperson.

9. There are no criteria of caste, creed or religion to become Santa just like there is none to become a good salesperson!

10. All and sundry love Santa just as they love a good salesperson with good sales strategy!

Friends, on this occasion of Christmas, 2017 I wish all my fellow salespersons a very Merry Christmas and hope and pray that they never allow the Santa in them to die!

Santa Claus represents Evangelists who bring happiness to peoples life with a “No Conditions Apply!” approach.

It will be a good idea for all sales consultant  to become Santa on X-Mas day in one or all of the following ways :

Meet, Greet Customers unsolicited and offer a free check up or service call.

Drop a goody bag at customers doorsteps with a message – Whenever you need a Santa Claus, Think about us!”

Call customers and teach them a new application on your product or service which the customer has not hitherto used.

Meet the customer and ask them to give you Santa points on a scale of 0 -10 based on your last years service levels offered to the customer sales growth.

Drop an SMS to the customer – “We will always uphold the Santa Claus in us. First Time, Every time!”

It is important for all Salespersons to re look on their Sales Karma’s on this day and ask themselves whether they deserve to be called the Santa Claus in their customers lives.

Do they offer their service to their customers on a “No Conditions Apply!” approach?

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Salespersons must be Influencers

Are you a good Influencer? Rate yourself by answering the following questions. You may refer to the notes at the end of this blog to facilitate your answers sales growth.

1. Which of the following do you do to ensure that you develop Persuasive skills in yourself?

2. Sit on the customers mind like a bee on flower
3. Stick to your point, no matter what the customer feels or says
4. Craft a middle path on every objection raised by customer
5. Agree to disagree with the customer
6. None of the above
7. All of the above

8. Which of the following will ensure that you are not logical?

9. If customers logic is wrong, you teach him your right logic
10. You always look for your logic within customers logic
11. You first try to disprove customers logic
12. You arrive at the correct logic rather than telling your correct logic
13. All of the above
14. None of the above

15. Which of the following is True and False? Please tick accordingly.

16. Absolute truth is a myth.
17. Absolute false is a reality.
18. Positive and Negative aspects of an argument depends on the perspective of the person talking
19. To be positive in a discussion one has to start with customers aspect of positive discussion channel sales management and steer the same to your aspect of positive discussion
20. None of the above
21. All of the above

22. How do you practically stay calm?

23. By trying to take heavy breaths whenever BP is high
24. By not getting excited on anything
25. By learning early in the negotiation about the expectation matrix of the person that we are trying to influence
26. None of the above
27. All of the above

1. How do you tactfully challenge the views of others without annoying them?

2. By vociferously rebutting the points made by the other person
3. By actively listening to the other person and discussing weak links in the same
4. By raising your voice
5. By showing a strong body language
6. None of the above
7. All of the above

8. How do you handle objections of the other person?

9. By putting a strong logic in your favour
10. By showing the weakness of customers logic
11. By finding a common ground of discussion with the customer sales performance management
12. None of the above
13. All of the above

14. What is most important to you when you are negotiating?

15. Good listener
16. Active listener
17. None of the above
18. All of the above

19. What should you be ready to compromise?

20. Stand
21. View
22. Objective
23. Profit
24. Ego
25. Victory

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Prospect Engagement Model

Leads which have a potential to buy your product or service but have not yet decided to do so are known as prospects.

These prospects who say “NO” to the sales training call need to be suitable engaged on a “Journey from No to Yes”. How does one do this?

We have to conduct a “From – To” approach to such prospects. Try answering the following questions about the customer on a “From – To” mode:

• How is the prospect catering to the need which your proposed product/service promises to resolve?
• How much money does the prospect spend on the need resolution today?
• What could be the wish list of the prospect in the experience of resolving the need as on date?

The answer to these 3 questions sales performance management , if woven suitably into the FAB (Features, Advantage and Benefits) of your product, will help you in engaging all such prospects who say “No” to your sales call.

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Express 2 Excite Prospects

Which of the following applies to you as a salesperson when you EXPRESS facts and figures to your customers :

1. Do you express to impress?
2. Do you express to explain yourself better?
3. Do you express to elucidate your point?
4. Do you express to excite?
5. Do you just express without any game plan in mind?

These are different style followed by different salespersons. I strongly recommend that a good salesperson should “Express2Excite” a prospect.

Express2Excite

Unless the person is excited to talk to you, the latter will not extend a listening ear to you.,

Without a listening ear of the customer, you will never excel in your sales training efforts.

In a nutshell, sales training programs is not about outsmarting the prospect into listening to you. It is all about methodically

1. Methodically exciting the customer
2. Inducing the customer to extend a listening ear to you
3. Excel in Sales

You may contact us on http://consult4sales.com for more on this.

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Discuss, Dialogue & Deal with Customers

Salespersons must understand that if they want to deal with customers successfully they should initiate a discussion through a process of dialogue rather than debate and for sure derail a sales training!

What happens if you debate with a customer?

1. You win the debate. ( Customer will develop an ego problem and will never buy from you)
2. Customer wins the debate. (Customer will never buy from you)

So it is clear that debating with customers does not lead you anywhere in life even if you have very strong points in your favour in the said debate.

What is the advantage if salesperson enters into a discussion through a dialogue and avoids the debate?

Example:

Customer – I am sure that your product is not of the right quality. The look and feel itself tells me everything.

Bad salesperson – Sir, let me prove to you that my product is of the highest quality sales audit due to the following reasons : a) ISO certified b) ISI mark from govt of India c) Customer installed base of 2000 d) Complaint history is zero e) so many good features in my product.

Good Salesperson – Sir, you are such an experienced person. You must be right in your judgement. What kind of look and feel are you looking at? For fulfilling the need in question, what kind of product are you using right now? How is its performance? etc etc These questions will make the customer talking and you have already started a dialogue with the customer market penetration strategy.

Advantage :

When customer talks

1. It helps the salesperson conduct his “Need Analysis”.
2. Customer raises objections and the salesperson gets an opportunity to handle the “Objections”.
3. Salesperson gets an opportunity to understand the customers perspective so that he can explain / demo his product with the right perspective. e.g. A customer buying washing machine has little space in his balcony to use the front loading option and the salesperson starts lauding the advantage of a front loading washing machine because there was no dialogue. Finally the salesperson lost the sale.
4. Salesperson will get an opportunity to close the sale.
5. Sales management training call will not get derailed.

As a fresher in Eureka Forbes, where I started my career in Sales, we were made to take an oath: ” Thou shall never debate with a customer. Your job is to discuss with the customer through a dialogue.!”

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5 Pre requisites in a Salesperson

Small and Medium Enterprises often fail to solve the problem of recruiting the right salesperson who can be retained in the system to give right sales growth results first time, every time. This makes the whole process of forming a sales team so much more painful and expensive.

What are the minimum qualities that we should look for in a new sales person?

1. Listening Skills : My salesperson should not be a great talker. He should have the capability to make the customer talk and listen well.
2. Story Telling: Customers like to listen “Facts” weaved in a story. Blank facts, if not laced in a story, sounds very boring to customers.
3. Organized in life: Salespersons must be very organized with their data and information.
4. Self Discipline: This is of paramount importance. Self discipline in life with time, papers, documents etc is very important for a salesperson.
5. Wall-Climber: The tenacity and sagacity to look for solutions even when you are facing a wall so that you are able to climb the “wall” and get over it to move on is very important for a salesperson with good sales strategy.

What are the qualities that the HR dept is supposed to induce in a sales person after they join your organization?

 A sales belief system which will “install” the following :

• Lead Generation
• Lead Engagement
• Sales Negotiations
• Sales Funnel Management
• Customer Satisfaction Index
• Customer Service
• Customer Service Recovery
• Customer Relationship Management
• Farming a customer transaction into a Life Time Value

When we look for all this in a salesperson even before he or she is inducted into the system , one of the following two will happen:

1. You will get a salesperson with a very strong belief system which may or may not be aligned to your organizations belief system.
2. You will never be satisfied with the kind of salesperson that you get because even Lord Krishna will not be able to exhibit all the qualities that you look for in a salesperson.

Let us be more pragmatic and ask ourselves as to what we want before we go out to advertise and interview for new talent.

If you are still perplexed on this issue, please feel free to call us through our URL: htttp//www.consult4sales.com

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